36. Get on Shelf & Build a Winning Story With John Foraker, Once Upon A Farm and Annies

36. If consumers can't find your product, they can't buy it. And if you don't have a powerful selling story, you won't earn shelf space in the first place.  In this candid conversation with John Foraker (Annie's, Once Upon a Farm), we break down the single most important thing every CPG brand must do: get your product into more shoppers' hands by building a fact-based, category-driven selling story. We unpack how Annie's grew from $6M to hundreds of millions by understanding the millennial shopper before retailers did, how to avoid costly early mistakes in packaging, positioning, and trade spend, and why surrounding yourself with experienced mentors accelerates growth. You'll learn why category data matters more than slogans, how to fish deep instead of wide, how to leverage social media and digital discovery, and why driving incremental growth—not just trading share—earns long-term retail partnerships. Get instant access on the show webpage: RetailSolved.com/session36